Let us appeal to your most basic instincts. Always follow-up because it is good for your business! Pick a major expense, like buying a new electrical appliance. When was the last time you bought a refrigerator and got a follow-up call from the fellow who took your money and sold you the machine? Did it ever happen? If it did, you are among the fortunate few. As we have already said, the key to your success is sharing. You want your Affiliates to succeed. You want your Affiliates to do ten times better than you. The best way to ensure their success is by following-up. At the beginning this is crucial. You have a fledgling on your hands that has never flown before. Are you going to walk to the edge of the nest, toss them over and yell “FLY” as they drop? NO! You will follow-up!
1. Follow-up after you give them the “Information Packet”.
2. Follow-up to schedule future talks.
3. Follow-up on their questions.
4. Follow-up to keep them informed about meetings.
This may sound time consuming, and it is, but anything worth doing is worth doing right. Your Prospect will understand from the beginning the importance of follow-up!
The best ways to follow-up:
1. In person whenever possible;
2. Call the day before, to confirm;
3. Wear business attire to your meeting;
4. Have Sales Kits in your car, just in case;
5. Never assume;
6. If your Prospect does decide to sign up and become an Affiliate, let them keep the Information Pack you lent them. If they do not have one, give them one;
7. It is a good idea to inventory and carry with you Executive Sales Kits. You may have a need to supply extra ones to your Affiliates. When you are signing up a couple it is a good idea for each to have their own Kit;
8. Use your pocket appointment book to schedule your orientation meeting with your newest Affiliates. (This is an exciting moment for both of you, so share the special feeling.) The primary goal of the orientation meeting is to start planning your new partner’s first two home meetings; and
9. Have available all written materials so you’re new Affiliate can start learning about MathiPay Exchange and our products.
The Initial Follow-Up Meeting
Someone invites you into his or her home. Yes, you both know why you are here, but please do not start talking business right away. Even if this is someone you know, Relax, Enjoy. If this is your first visit to this person’s home, look around and comment on the decor or any special items like trophies, original paintings, etc. The first time someone invites you into his or her home be on your best behavior. You will know when it is comfortable to lead the conversation to the purpose of your visit. It will be easy for you to be enthusiastic, positive, if you visualize your Prospect signing the application form, becoming a part of your team.
Your spirit will be infectious and add to their sense of excitement. You can ask questions like, “What part of our business interests you most?” “Do you have any specific goals in mind?” Be understanding. If your Prospect raises concerns about this new venture, put them at ease by saying you felt the same way. It is important to BE HONEST. Be understanding from the beginning. It sets the tone for everything that is to come, and it lets your Prospect know, immediately, what MathiPay Exchange is all about.
When all of your Prospect’s questions have been answered, show them the Affiliate Application and Agreement sheet. Ask if they would like to see the Executive Sales Kit, since it represents the key tools for their success. As you walk toward the door, with or without a signature, let your Prospect know how much you are looking forward to working with them and to your next meeting.
On this page, we are going to address the most common concerns you will hear and how best to deal with them.
They say; “I do not have the time.”
You say: “I felt the same way, until i checked my priorities and realized the things i was spending time on weren’t taking me where i wanted to be five years down the road. I wanted more, a lot more, and wanted it badly enough to give it the extra 10 to 12 hours a week it would take to run my own business.
They say: “who sells the products?”
You say: “all of us. Everyone has involvement in the development of new customers.”
They say: “I cannot sell anything.”
You say: “I used to feel the same way, until i began telling people about my company products.”
They say; “I do not know very many people.”
You say; you do not have to. That is the great part about this business. You may know only a few people, but one of them might know hundreds! Your barber for example: you think he might know a few folks? Do not worry about whom you know or do not know. Expand your vision, look around. Make a list.
They say; “I do not think it is for me (for us).”
You say: “confession time. I did not pick your name out of a hat. I thought about you, a lot. I know the kind of person you are, that you enjoy helping people. This lets you do both and make money at the same time. Do you have a problem with being nice and getting paid for it?”
They say: “I do not like to impose on my friends.”
You say: “nor do I. I surely did not feel that way when my sponsor first approached me. I felt he was doing me a favor by telling me about the opportunity. He did not try to sell me anything and I hope you do not think I am trying to sell you something now. I went to the meetings, as you are doing, and asked for more information. If I am imposing on you, please let me know. Sharing information about the opportunity is an essential ingredient towards our mutual success.”
Possible Results:
1. You sign up your Prospect.
2. If your Prospect still wants more information about your company, then invite them to a second meeting. Give them all the information they need to make an informed decision about your company.
3. Your Prospect does not want to become an Affiliate, but does like your Products. There is nothing wrong with that. You will have some products with you and you can make your first sale immediately. Keep in touch with your new Customer on a regular basis. Tell them about any new products your company is introducing, and ones they should try.
4. You strike out. Your Prospect does not want to be an Affiliate, does not want any of your Products. Have you wasted your time? No. You can still ask if they know someone who has interest in hearing what they just heard. If you get just one solid lead, you have not wasted even one minute of your time.
If you were friends with your Prospect before, your relationship will not change. If you barely knew each other, now you know each other a little better. Things change. People change. You never know. A year could pass. Your Prospect saw you driving a Ford and now you are behind the wheel of a black diamond Mercedes. They can see you must be doing something right, and if it works for you, why not for them? You should look upon every presentation as an alarm clock left ticking inside someone’s head. Now some may never ring, but many others will.
When you hit the home run and if you do sign up your Prospect:
1. Help them fill out the Affiliate Application and Agreement form.
2. Get an Executive Sales Kit into their hands immediately! This is a prime reason for you to carry extra kits in your car. Having the new Affiliate hold his very own kit is a tremendous psychological boost. It will really make them feel like part of your team.
3. Use your appointment book to schedule your Personal Orientation Meeting promptly. The sooner your new Affiliate has this basic information, the sooner they can get started building their own business, which is what this whole exercise is about. If they have time for this session now, go for it! As excited as they might be, caution your new partner to hold off on approaching his prospects until after they’ve had their orientation.
4. Go over the Training Program as outlined in this book. This is a good time to show them the quality publication that the Executive Sales Kit is. Yes, it is a small point, but it gives them another reference point about us, you, and now them.
5. Get them started on Step 1 and Step 3. A list of reasons for starting their own business, and a list of their own Prospects is essential.
The Orientation Meeting
Set this up immediately. It is a one-on-one session. Make it clear to them that this meeting is for the sole purpose of learning the Business Presentation for their Prospects. It is their special, individual introduction to becoming an Affiliate. It will teach them how to:
1. Effectively approach their Prospects.
2. Invite Prospects to upcoming meetings.
3. Become a successful Sponsor.
4. Identify those who have the potential to become their key people in building their business. If you have signed on a married couple, wait until you can train both of them at their home together.
Why One-On-One?
One-On-One meetings with a new Affiliate are important for both of you. This type of dual commitment will:
1. Help establish a closer working relationship between the two of you. Never Forget! What you are now doing with your new Affiliate is exactly what they will soon be doing themselves, so it is important you establish the proper guidelines from the beginning;
2. Allow your new Affiliate(s) to feel more comfortable in their home setting, relaxed enough to ask questions they might feel uncomfortable asking in a group;
3. Permit the orientation process to be completed in one session, as opposed to two or three. Both of you must be willing to make this time commitment since it is to your mutual benefit; and
4. Allow you to maintain one main key to any successful business; the personal touch. You let your new Affiliate know just how important they are to you, so they can do the same when it is their turn.
The Orientation Format
A properly planned Orientation Meeting will take about an hour and a half. Follow the steps outlined below and they will guide you through the most effective way to make this key presentation.
1. Q and A. Find out if your new Affiliate still has any areas of uncertainty and eliminate those first.
2. Go through the Information Packet together.
3. If this meeting takes place a day or so after you signed them up, find out if they have completed their reasons for wanting their own business and if they have begun work on their Prospect List. If they have done that, congratulate them. If not, ask them why?
4. Go over their Prospect list and discuss the best way to approach each person on it.
5. Review the basic Business Tools they will need.
- Products
- Executive Sales Kits
- Information Packs
- Brochures
- Office materials, etc.
6. Go over the easiest ways to invite Prospects to upcoming meetings; how to make them want to attend.
7. Set up your new Affiliate’s first two home meetings within the next couple of weeks. If the timing of these home meetings is inconvenient for the Affiliate, then invite them to future meetings, regardless of the type. This will keep them in touch and will help them continue the learning process.
8. When you do set the dates for these two home meetings, show your new Affiliate the section in this manual that lays out the foundation for holding successful Home Meetings.
Things to remember
Give your new Affiliate your list of telephone and fax contact numbers so they can instantly communicate with the National Office and Distribution Centers. Your company has established the most sophisticated communications network available anywhere. This process speeds order processing and eliminates wasted time. Explain the setup to your recruit and show them how to make use of this electronic marvel.
Be there to support them at the first couple of orientation meetings they hold when they sign up new Affiliates. It will strengthen the working bond between you, and let them know you are still vital in their ongoing progress. The Orientation Meeting is a necessity despite the professional background of your new Affiliate. They might know everything there is to know about their business, but they will know very little about ours. This is true even if they are familiar with other Network Marketing companies.
Finally, if your business is growing slower than you expected, it may be time to review your follow up techniques. Ongoing contact with your people is vital to the success of building your downline and Distribution network. You were willing to put out a committed effort when you worked for someone else, does your own business not deserve the same, or even more?
